Download E-books Government Contracts: Proposalmanship and Winning Strategies PDF

By Herman R. Holtz

He who understands and is aware that he understands is smart; stick to him. -ANCIENT PROVERB in the course of a protracted occupation of public carrier as a central authority procurement and contracting legit, i'm nonetheless shocked to discover mammoth, profitable organisations making an identical error that neophytes in executive contracting mak~. And this is often really actual within the subject of writing proposals, that are the the most important point in so much significant procurement awards. it is actual sufficient, as many suspect, that the large, recognized corporation has anything of an aspect over the smaller, lesser-known corporation com­ peting for any given govt contract-psychologically, no less than: the common executive executives, even if contracting officers or application managers, are inclined to have a piece extra religion within the skill of the big corporation to hold out this system effectively. All issues being equivalent, then, the large corporation is prone to get the nod. even if, as the huge businesses are good conscious of that, many are inclined to develop into "fat, dumb, and happy"-they try and coast or leisure on their laurels. that's, they get careless approximately creating a robust adequate case for themselves in writing their proposals. And once they lose, frequently to smaller businesses, they're either questioned and outraged. they've got for­ gotten that every one executive procurement is a competition-usually either technical and value competition-and that the "little man" can win opposed to the "big guy," if he attempts not easy adequate. and particularly if the larger man is a piece careless and doesn't placed out his top attempt.

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